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Salesforce Practice
Contents

Bodhtree Introduction

Bodhtree CRM Practice Overview

Bodhtree Salesforce.com Credentials

Case Studies

Partner & Certifications
2
Bodhtree Overview

Bodhtree is an IT Consulting and Services Company providing Implementation, Integration,
Customization services for SaaS Applications, Cloud Computing, Business Intelligence and
Information Management Practice areas
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Headquartered at Hyderabad , we have our offices in United States and United Kingdom,
serving customers in NA , Europe, MENA, SE and APAC.
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Extensive experience in multiple end to end implementations, maintenance , migration,
integration, support & end user training projects.
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Partners with Oracle, Salesforce.com, Microsoft, Redhat, SAP, Intel
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Experience in other SaaS based products and Cloud Computing technologies
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Technology spread includes Java, .NET, xml, BPEL, SOA, Oracle Apps, Seibel, Oracle DB, web
services, Flash, Apex , and so on.
http://www.bodhtree.com
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CRM Practice
@
Bodhtree Consulting Ltd
Overview
Bodhtree CRM Story
…creating success stories
…offers a full basket of services
...operates across technologies
• Over 30+ successful engagements in last
2 years;
• More than 90% of engagements involve
development & implementation
• Over 95% of work done offshore
• 90% of projects completed in time
• Strong Alliances with Oracle, SAP,
Salesforce.com
• Business and Technology Consulting
• Customer Operations Roadmap and
Strategy
• Package Evaluation
• Implementation / Rollouts
• Upgrades
• Support and Maintenance
•
•
•
•
•
•
…has world class consultants
…leverages the CRM CoE
…operates in multiple verticals
• Consultants trained and experienced in
packages
• Experienced resources, Mix of technical
and functional profiles
• Salesforce.com Certified Administrators,
Developers & Consultants
• Framework for knowledge
management
• Methodologies and artifacts for
accelerated execution
• Infrastructure for solution
evaluation and pre-validation
• Banking and Insurance
• Communications & Media
• Hi-tech & Manufacturing
• Logistics
• Pharmaceuticals
• Life Sciences & Healthcare
Salesforce.com, Oracle CRM,
Complimentary Technologies
CTI Solutions , BPO
Reporting & BI
Integration Middleware
Shell Scripts, Java, EJB, J2EE, JSP XML,
J2ME
…delivering value to customers
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End-to-End CRM Offerings
Across Verticals
Hi Tech
Healthcare
<
Solution
Building Blocks
Custom
Delivery Model
<
Parameters Services Processes
O
Resource
Management
Service Level
Management
Scoping &
Package
Assurance
Implementation
Cost
S
U
Time
L
T
Functional &
Technical
Competencies
I
N
G
>
Change
Management
Project
Management
Life Sciences
Training
SLA
Management
Cost
Optimization
S E R V I C E S >
Metrics,
Measurement &
Tracking
Sharing of best
practices
Resource
utilization &
optimization
Upgrade
Production
Support &
Maintenance
Global Rollout
Quality
Media and
Publishing
Telecom
CRM
Governance
T E C N O L O G Y
Standardization
& Continuous
improvement
Scope
N
CRM
Roadmap
CRM Strategy
Quality
Assurance
C
Energy &
Utilities
Pharma
Productivity
Communication
Customer Process Outsourcing
Financial
Services
Risk
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Bodhtree CRM Practice :
Industry Vertical Spread
Strategic Engagements
Scoping
CRM Roadmap
Package Evaluation
Business Process ReEngineering
Financial Services
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Communications & Media
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Pharmaceuticals & Life Sciences
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Healthcare
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Energy & Utilities
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Hi Tech
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Upgrade
Production Support
& Maintenance
Industry

Manufacturing
Operational Engagements
Industry
Implementation
Rollout
Financial Services
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Communications & Media
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Pharmaceuticals & Life Sciences
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Healthcare
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Energy & Utilities
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Hi Tech
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Manufacturing
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Bodhtree’s CRM Implementation
Methodology
PLAN
DESIGN
DEVELOP
DEPLOY
Project
Start
Executive
Workshop
Project
Planning
Session
Business
Process
Reviews
Setup
Report of
Findings
Configuration
yes
UAT
Iterate?
no
Freeze
Configuration
Project
End
Project
Wrap Up
Integrate &
Extend
Data Mapping & Testing
Curriculum Development
Migrate Data
Conduct
Training
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Contents

Bodhtree Introduction

Current Engagements with Cisco

Bodhtree CRM Practice Overview

Bodhtree Salesforce.com Credentials

Case Studies

Partner & Certifications
9
Bodhtree Salesforce.com
Credentials
Partnership with Salesforce.com
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Strategic Partnership’ with Salesforce.com including Global Marketing agreement, the
master teaming agreement to provide strategic consulting, integrate and implement
complex solutions to clients
Joint Marketing efforts along with Salesforce.com EMEA for accounts in the Gulf/MENA
region
Training partner with Salesforce.com for Internal consultant trainings and customer
training
Regional Systems Integrator and Select Partner
Poised to soon be Global Systems Integrator with Salesforce.com
Bodhtree Practice Snapshot
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Strong practice with over 40 associates and ramping up continously.
Over 20 Salesforce.com certified Consultants, Developers and Administrators
CoE for SaaS and cloud computing
Bodhtree leverages its solution deployment expertise and CRM competency to provide
customized solutions using Salesforce.com, enabling higher returns on investments for
customers
Optimized Salesforce.com methodologies for implementation, support and enhancement
projects to deliver high quality solutions at optimal costs
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Bodhtree – Salesforce.com
Value Proposition
Salesforce.com
• The leaders in hosted CRM market
• Salesforce.com is the first billion dollar
Cloud CRM Company.
• Salesforce.com rocketed from ranking
22 to 12 in terms of total CRM revenue
• More than 77000 customers
worldwide and growing !
Bodhtree
FACTS
• CRM Practice has critical presence in
Financial Services, Pharmaceuticals,
Telecom , High Tech, Life Sciences
sectors
• Strong Domain Knowledge
• Leveraging CRM implementations in
large organizations
• Pioneered the Offshore Delivery Model
and has been successfully deploying it
for the last decade
Bringing in Value >
The Bodhtree – Salesforce.com value
proposition is aimed at bringing in value
to the customer in the following areas –
• Leverage Bodhtree Delivery Model for
a faster, more cost efficient
deployment
• Leverage Salesforce.com’s flexibility
and implementation methodology to
deliver enterprise scale agile CRM in
minimal time
• Leverage Bodhtree’ strong Domain
knowledge to deploy industry specific
solutions through Salesforce.com’s
AppExchange Marketplace
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Leveraging Mutual Strengths
Salesforce.com’s value proposition
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Focus on Adoption & Business Success
–
–
–
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–
–
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–
–
–
–
–
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Market Driven, Responsive
Frequent Upgrades & Frequent, Incremental
Increases in ROI
Always be State of the Art
Experience in varied domains ranging from
Pharmaceuticals, Healthcare , Life Sciences,
Media, Communications, Hi Tech , Energy &
Utilities etc.
Huge expertise in Industry specific best
practices and large scale implementations
Trained and Certified Resources
Large scale CRM deployments
–

Reduces Project Implementation Lifecycle
Lower TCO (Total Cost of ownership)
Domain Knowledge
–
> 1,000,000,000 Application data points
> 2,000 Consulting & Education Data Points
Internal + Customer Shared Best Practices
Drive Continual Business Improvement
Offshore Delivery Model
–
–
Inclusive Subscription, no Hidden
Infrastructure or Upgrade Fees
Adoption: Iterative Functional Deployment &
Training
Value: Emphasize Time-To-Value
Leverage Salesforce.com Know how
–
–
–
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Minimize Risk
–
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Visual, Iterative, Business-Driven Solution
Design
Education, Adoption, Enablement
Define Success Criteria & Benchmarks
Bodhtree Value proposition
Over 30 successful CRM deployments in the
last 2 years with over 60% of work done
offshore
Bodhtree Quality Assurance
–
–
Highly robust and tested processes in place to
ensure defect free delivery
Quality Adherence
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Bodhtree Custom Salesforce.com
Engagement Roadmap
• CRM Education
• Industry, Customer,
Market, Competitive
Analysis
• Hypothesis Formulation/
Scenario Building
• Technology/Alliance
Assessment
INVENTION =>
• Define Purpose
• Project Planning
• Resource Assessment
• CRM/Business Strategy
• Train/Rollout Strategy
• Sales Effectiveness
• Metrics & CSF’s
• Operating Procedures
BUSINESS DESIGN =>
•Business Process
Design
•Requirements
Definition
•Process Configuration
•Communication Plan*
•Training Plan*
•Rollout Plan*
• Application
Configuration*
• System Integration*
• Custom Software
Development*
• Testing*
• Data Migration
• Tools Development*
BUSINESS MOBILIZATION =>
• Training & Delivery
• Performance Measurement
• Feedback & Improvement*
• Growth Planning & Building*
• New Feature Development*
TECHNOLOGY DELIVERY =>
Bodhtree ACTIVITIES
Pre-Sales
Planning &
Strategy
(10% offshore)
Design &
Process Review
Develop &
Integrate
Deploy &
Support
(40% offshore)
(80% offshore)
(75% offshore)
Salesfoce.com ACTIVITIES
TRAINING & DEVELOPMENT =>
• Partner Training
• Partner Certification
• Process Curriculum
BEST PRACTICES =>
• Customer Qualification
• Sales Support
• Contract/SOW Support
• Strategy Development
• Best Practice Support
• Resource Planning
• Project Planning
RELATIONSHIP MGMT =>
•Best Practices Support
•Process Consistency
•Engagement Mgmt or
Project Mgmt
•Project Reviews
CONTINUOUS IMPROVEMENT=>
•Engagement Mgmt or
Project Mgmt
•Technology Assistance
•Project Reviews & Project
Sign-off
• Customer Support
• Technical Support
• Infrastructure Controls
• Upgrade/New Release
Migration - Training
* Predominantly offshore activity
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ROI and Deployment Timeframes
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Eliminate Provisioning Complexity, Time, Fees
Visual, Iterative Design Instead Of “Black Box” Customization
Accelerated Training Facilitates Change Management
Iterative Design & End User Training Accelerates Adoption
* for more details on ROI calculations please get in touch with [email protected]
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Why Bodhtree?
Customer Satisfaction - On Time, On Budget
 Certified Professionals
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Rich functional & technical talent
Fixed Bid Projects
Global Delivery
Cost Effective, Reliable, Experienced
Salesforce.com Select Partner
CSAT available on Partner Portal
>90% CSAT
Specialized Custom Offerings
 Consulting On-Demand – Pay As You Go option
 Jump Start, Fast Track, Enterprise, Tailor Made On Demand packages – Fixed bid &
 Fixed duration, T &M, CTM
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Case Studies
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Leading Communication
Service Provider in US
Client
Situation
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The Client is a leading provider of end-to-end broadband
wireless systems that deliver the quadruple play of data,
voice, video and mobility to all organizations today. The Client
is 100 percent focused on wireless technology, and that focus
enables us to provide a complete portfolio of WLAN, Wi-Fi
mesh, WiMAX (point-to-multipoint), and point-to-point
technologies.
The Client’s end-to-end product portfolio enables partners to
custom-build the wireless solution that fits customers' specific
needs. The client’s broadband wireless equipment is used by
enterprises, service providers, carriers, government entities,
educational institutions, healthcare organizations,
municipalities and other organizations that need highperformance, secure and scalable broadband wireless
solutions.
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The client is a leading global supplier of network
infrastructure products and services, needed a new sales
force solution to meet complex global needs.
With operations in two dozen countries, the company
required support for multiple languages and currencies as
well as anytime, anywhere access.
Corporate executives were focused on forecasting
accuracy, which required a common global solution that
sales representatives would use more consistently.
Because many channel partners drive significant revenue
for the client, they also wanted to better serve and monitor
its partners.
Benefits

Bodhtree Solution
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Salesforce CRM's internationalization options and ease of
integration impressed the decision makers.
Bodhtree successfully deployed Salesforce CRM to more than
500 users worldwide withing a condensed span of 9 weeks
helping the client realise RoI instantaneously.
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Employees worldwide benefit from a localized
Salesforce.com CRM Sales solution and easy access,
resulting in increased communication and tracking.
Executives enjoy the improved forecasting accuracy they
envisioned.
With Salesforce.com CRM, project managers enjoy ease of
customization.
24/7 uptime and support provided by Bodhtree
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Leading International
University in US
Client
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The client focuses on preparing students for professional careers in
the applied social sciences. Its faculty, students and alumni are
committed to making an impact on society and to results that make
a difference in the lives of individuals, couples, families, schools,
organizations, companies, and nations.
The clients institutions applies scholarship to solve social problems
and has always had an abiding concern for diversity and
internationalism.
Situation
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Bodhtree Solution
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The client chose Bodhtree to implement Salesforce CRM for its ease
of use and ability to fully integrate with Client’s back-end systems;
the college deployed Enterprise Edition to 101 users with integration
to Microsoft Outlook and PeopleSoft FT
The college integrates all up-front inquiry generation via vendors,
direct mail, and the Web site into Salesforce CRM; determined by
workflow rules, auto-response emails are then automatically
delivered
Dashboards help drive customer success and allow the senior vice
president of Marketing and Admissions to know exactly how many
inquiries were generated during a given time and where they came
from Real-time reporting expands dashboard information for
customizable fore casting. With bidirectional integration into
PeopleSoft FT on the back end, for student enrollment Alliant users
simply click a link in Salesforce CRM; S-controls validate the
information, which is then matriculated in PeopleSoft; real-time and
nightly synchronizations ensure information is updated in both
systems
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The Client, a career college, wanted greater visibility into its
inquiry-generation process to more effectively market to
potential students and boost admissions
With 11 separate locations, a lack of visibility into the
admissions process prevented the college from improving the
process
Because the amount of time it takes between the moment
someone clicks on a Web interest form and the moment Alliant
contacts that person correlates directly with enrollment
success, visibility to real-time information was paramount
The college required a CRM solution that could easily integrate
with its PeopleSoft FT system to link marketing, inquiries, and
enrollments
Benefits

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With 100 percent visibility into the marketing and enrollment
process, the college is beginning to understand the sweet spot
for the number of touch points needed, which helps the client
understand what it takes to attract and enroll new students
The college can now centrally and quickly confirm the
effectiveness of its marketing dollars at eleven campuses
18
Leading Business Process
Outsourcing Company
Client
Situation
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The client is the Global contact centre and International Business
Process Outsourcing company and is part of a leading telecom systems
integration and IT services company head quartered in India. From
providing telecom integration services to multinationals, Public Sector
Units and India's vast defense sector, the client has evolved to extend
its expertise into the dynamic space of Business Process Outsourcing
and RFID.
Apart from 8 regional offices in India, the client has over 60 service
and support facilities across the country. Internationally, the client is
present in the US, UK, Singapore and UAE.
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Bodhtree Solution
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The Client selected Salesforce CRM based on Bodhtree’s
recommendation to centralize customer information and standardize
key processes worldwide. The company quickly completed a multiphase rollout of sales, marketing, and customer support applications
to 1,000 employees; subsequent deployments have increased the
user-base to over 2,000 employees in multiple business functions
Using Apex code, Bodhtree built a custom object to manage all global
leads, customer subscriptions, email opt-ins, customized lead statuses
to extend funnel stages, and implemented tailored lead qualification
processes for different segments for the client.
Seamless integration with marketing automation solutions delivered
made it easy to manage email campaigns and landing pages; leads
were automatically captured and shared in
Salesforce CRM helping organize campaign programs, tactics, and
messages for scheduling and measurement purposes
The client - a global leader in software and processing solutions
for financial services, higher education, and the public sector—
needed a better way to manage leads and coordinate global
marketing efforts
Distributed operations and sales processes across 14 global
segments and 50 brands made it difficult to collaborate on
opportunities and measure marketing effectiveness
Accurate and timely pipeline views, 360-degree customer
perspectives, and customized lead management practices were
a dire necessity
Benefits
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Active usage of Salesforce CRM exceeds 85 percent, for more
accurate and timely business views
Standard data and processes improve productivity and allow the
Client to present a unified, consistent face to customers
The company now has improved collaboration on opportunities
representing more than $3 billion in revenue
In-depth processes managing more than 400,000 leads improve
pipeline oversight and increase conversion rates
Detailed campaign measurement helps the Client refine its
marketing mix to focus on activities with greater ROI
Marketers are more accountable and have the data to back up
their decisions; available measurements include ROI of total
touches, total responses, conversion rates, total costs, cost per
closed, and more
19
Leading Consulting firm in APAC
Client
Situation
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The Client international is a leading training and business
consulting firm providing pragmatic yet dynamic solutions to
organizations in Asia. Thriving on domain innovation and delivery
optimization, The Client has constantly evolved since its inception
10 years ago to become the market leader – flaunting global
experience, process expertise and regional presence.
It has 2 main groups.
Services include public events like seminars and public
registration services, B2B training and
Products – External and Internal.
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The Client is unable to have a consolidated view on accounts
and hence not able to up-sell or cross sell, example: Globe
Telecom can be sold 3 types of products catering to their (i) IT
Team, (ii) Risk Compliance Team and (iii) VP Finance. This is not
easily established right now.
Constant flow of information through emails to update sales
team and managers leads to further redundancy / confusion.
Issues with people leaving the organization and data being lost.
Difficulties in tracking due to multiple copies of excel sheets
floating around.
Bodhtree Solution
Benefits
Key factors achieved by Bodhtree:

Optimized the point & click usability for sales teams for faster
data entry and retrieval.

The Client is able to provide valuable information such as income
generated from Products ( both in house and Partner) and other
associated metrics around it.

Optimized Sales & Marketing processes.

Enabled maximum data capture by Sales & Marketing so that
Delivery team gets all info that is needed by them to deliver
maximum customer service. This applies to Sales & Marketing
team as well.

Reports & Dashboards serve The Client business objectives in
terms of metrics & KPIs tracked at each of the hierarchical levels.
The Client has overcome all the pain points it had while using Sugar
CRM.
Results

Consolidation of account information and confidentiality of
data across divisions.

Ensures continuity of business in case of sales people
dropping out.
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Ensures faster-ramp up period for new employees.
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Top management is able to see sales cycle in 360 degrees
using custom reports and dashboards.
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A central database to store the company information.
20
Leading US based Venture
Capital Firm
Client
Situation
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The client is involved in providing premier financial analysis and
corporate finance support services. Their clients include highgrowth start-ups, public - traded companies, top-tier venture
capital and private equity firms and their portfolio companies,
and leading middle market investment banks. Focus on quality
and superior financial modeling expertise and execution has won
rave reviews from its clients across various business sectors
performance orientation. The Client believes that delivering the
highest quality and customized analysis is the most important
aspect of their business.
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Deal Flow Management System manages the prospect
companies that they look at during the year. Companies come
and meet the Venture Capital (VC) management what is the
level of interest in startup business.
The Client intended to track the whole calling effort and the
related activities that had happened with prospect companies.
The system should update the critical information of a particular
company dynamically by connecting to the website Venture
Source which maintains the company’s details.
System should be able to give the 360 degree overview of the
company.
Bodhtree Solution
Benefits


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Bodhtree was invited to provide a n implementation solution for
the Deal Flow Management System based on Force.com platform
and eventually get it certified and showcase on Salesforce.com’s
App Exchange.
The App, by virtue of being hosted on cloud will help the Client in
faster deployments to its end customers, Customer On-boarding,
increase productivity, flexibility, be tightly integrated with custom
processes and add value to the Client’s businesses. It will also
allow the Client’s top management have real time visibility into its
customers, track updates using metrics, reports and the
dashboards.
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The company benefited from zero infrastructure deployment
and maintenance costs.
Crystal clear visibility to their sales (Deal Management)
Greater transparency in operations and decision making
Data-driven and more timely investment decisions
Reduced time spent on reporting
Real-time access to data via web browser or mobile device
Cost-effective, highly responsive SaaS solution
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Contents

Bodhtree Introduction

Bodhtree CRM Practice Overview

Bodhtree Salesforce.com Credentials

Case Studies

Partner & Certifications
22
Partnerships & Certifications
23
Select CRM Customers
24
Thank you
INDIA (Headquarters)
Corporate Office:
Ground Floor, Building No 2B, Maximus Towers
Raheja IT Park – Mind Space, Madhapur,
Hitech City, Hyderabad- 500 081
Tel: +91.40.6654.7000, F: +91.40.6654.7029
India Toll Free No: 1800-2660-132
Delivery Center:
10th Floor, Unit No-2, (Right Wing)
Vega Block the ‘V’ Plot No 17, Software Units
Layout Hitech City, Madhapur, Hyderabad- 500 081
Fremont Office:
New Jersey office:
210 Hammond Avenue
Fremont, CA 94539
517 US 1 South, Ste 3069
Iselin, NJ 08830
Tel: 408-449-4984
Tel: 732.634.0019
United Kingdom
34 Milbourne Lane, Esher
Surrey KT10 9EA UK
Telephone : 01372 473924
[email protected] | www.bodhtree.us